Channel Business Development Manager - Thailand-Bangkok Thailand

About the Role

Channel Business Development Manager responsible for partner planning, recruitment and growth enablement across the local cloud ecosystem to drive Alibaba Cloud’s business expansion in Thailand. Role covers partner operations, incentives, risk management and strategic collaboration with local partners.

Responsibilities

• Identify target partner segments within the region; recruit high-quality, high-growth partners and develop business partner (BP) expansion plans.
• Support development and cultivation of localized channels to ensure regional coverage and customer prospecting.
• Systematically empower partners according to their business focus — policies, products and solutions, and personnel certification — to enhance sales and service capabilities.
• Identify and allocate opportunities; leverage partners for customer nurturing and business expansion with ongoing tracking and resource support.
• Manage partner processes, resolve conflicts, participate in incentive policy design and provide feedback to safeguard partner rights.
• Monitor partner satisfaction, promptly respond to partner requests and make timely decisions.
• Manage ecosystem quality control, compliance, and credit risk to prevent integrity violations and enhance business security.
• Implement tiered partner management, foster healthy competition among partners, and drive mid-to-long-term collaboration frameworks that unlock partners’ expansion potential.
• Establish and maintain strategic dialogue channels with partners’ core decision-makers and co-drive execution of customer expansion strategies.
• Independently manage the full sales cycle for mid-sized enterprise clients, from needs analysis through to contract signing.
• Distill and articulate clear Key Value Propositions and develop customized ROI models to demonstrate value and influence client decision-making.

Qualifications

• Over 8 years of experience in channel/ecosystem/ISV expansion within the cloud computing industry.
• Proven success in B2B and B2G sales.
• Prior experience in global partner management or recruitment preferred.
• Demonstrated experience enabling partners to sell effectively and scale replicable models.
• Established experience and resources in local market ecosystem collaboration; familiarity with key competitors preferred.
• Ability to identify and onboard ecosystem partners from key competitors and implement tiered partner management.
• Proven ability to independently drive deep, strategic collaboration with local partners and resolve major business disputes and operational challenges.
• Experience implementing partner collaboration strategies, incentives and driving achievement of business objectives.
• Mastery of core sales fundamentals, including maintenance and updating of sales artifacts such as the Business Architecture Diagram and Organizational Structure Diagram within the “Four Diagrams and One Table” framework.
• Ability to identify latent client needs and recommend tailored ecosystem-based solution bundles.

Skills

• Ability to develop ROI/financial models to quantify solution value and influence stakeholders.
• Strong stakeholder management, negotiation and account management capabilities.